Blog Post
It’s sales kickoff meeting season, the time when companies reveal strategy and marching orders to their sales forces. Kickoff meetings set the tone for the entire year, so there’s a lot riding on getting them right. To help you out, we’ve put together a toolkit with some sales kickoff meeting-related...Read more
Forecasting accuracy is a problem for sales organizations. Too often forecasts reflect little more than a sales force’s collective intuition about future results. Not the reliable predictor management needs. New approaches to forecasting are proving much more valuable. They combine technology, salesperson activities, and a focus on verifiable customer outcomes....Read more
Webcast
New Salesperson On-boarding and Enablement Best Practices 
20 December 2013
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New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in salesperson onboarding for sales management. Topics Case examples...Read more
Webcast
Moving Proposals Online: Emerging Trends, Key Outcomes, and Best Practices
19 December 2013
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Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople can’t deliver proposals consistently, effectively, and quickly. Online proposal tools are addressing...Read more
Later this winter I’ll present with several leading marketing academics on the topic “Personal Selling and Sales Management in Emerging Markets: A Research Agenda†at the 2014 American Marketing Association’s Winter Marketing Educators’ Conference. I’m looking for perspective on which aspects of this issue might be most important to the...Read more
CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow real-time mobile sales and marketing. Whether at...Read more
Webcast
Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force
4 December 2013
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Mobile technology can drive revenue growth, productivity and effectiveness in the sales organization. This webinar examines best practices in mobile sales enablement and management frameworks for aligning mobility investment for maximum ROI. Topics include gaining mobile salesperson acceptance through technology tools and defining success measures for the organization and sales...Read more
Webcast
Research Update: Sales Pipeline Management Practices
27 November 2013
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Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary significantly among firms that utilize these tools. In this Sales Management Association webcast, we review...Read more
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